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Why Most GTM Leaders Get TAM Wrong (And How to Fix It) with Dan Wardle, VP Sales at Spellbook
Most companies define their Total Addressable Market incorrectly.
And it quietly limits their growth.
In this episode of the Revenue Problem Solvers Podcast, Dan Wardle, VP of Sales at Spellbook (AI legal tech serving eBay, Dropbox, and enterprise legal teams), breaks down why TAM is not a math exercise. It's a leadership decision that shapes retention, revenue, and long-term company value.
If you're selling to customers who won't retain, you're not growing. You're resetting the clock.
We talk about:
* The brutal truth about TAM vs ICP that most GTM leaders ignore
* Why retention matters more…
The skinny
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